Coaching, NOT training, develops mastery
To acquire the necessary knowledge and skills about a process, methodology or system requires that one be thoroughly trained. It’s common sense. On the other hand, to master the application of one’s knowledge and skills requires a different learning intervention – mastery comes from being effectively coached.
To be coached means to be helped and guided on how to adapt your approach in applying your knowledge and skills. Coaching is about adapting behaviour – doing things differently to get a better outcome.
As a general comment, we put too much time and emphasis on “delivering training” – don’t get me wrong, training is critical but it’s not enough. More important is the time, energy and effectiveness put into coaching team members. Particularly your Sales Managers.
To be an effective coach means having to:
- Observe and listen to your Sales Managers conversations – every day
- Asking your Sales Managers the right questions to assess their level of understanding in “how to…” progress through the sales cycle.
- Getting Sales Managers to reflect on how effectively they pitch, understand and identify explicit needs, present a solution and close the deal.
- Inviting the Sales Manager to identify what they will do differently to be more effective in future calls and meetings
- Plan an external sales meeting with your Sales Manager well in advance – identify roles, questions and strategy
Think about the return on the investment of your time if you set aside 1 hour each day to observe and coach your Sales Managers.
Less is more. Spend less time in a training room and more time on-the-job coaching. It’s the best use of your time and energy. Have a read of the attached article – it’s right on the money. I look forward to hearing from you on how you have succeed in developing your sales team.
